Effective Negotiation Skill

Effective Negotiation Skill

Program Information

Effective Negotiation Skill

February 2 – 3, 2018


Program Overview

We negotiate when we have something to offer or we want something under different terms with the other party. Today’s prospects, customers, and business partners are more educated and prepared, have access to information right away, and have more alternatives available. That causes negotiation more challenging and not easy to achieve in short time.


“Business leaders, managers and especially, salespeople need to have good knowledge and skill in negotiation in order to get new businesses right away with customers, suppliers and partners.”


Negotiation skills boost the performance of experienced executives who want to achieve the next level of effectiveness as a leader and manager. All executives are of course negotiators; negotiating is part of what running an organization is all about. Most executives stand to win from negotiation skills that can give them the extra edge they need to lead effectively and ensure organizational success.


By the end of the training session, participants will be able to:

  • Gain the confidence to resolve a point of difference, or the advantage in the outcome of a discussion, produce an agreement upon courses of action, or bargain for individual or collective advantage
  • Gain confidence and have greater control in the negotiation process.
  • Use different tactics to reach a win-win agreement
  • Learn the phases of negotiations & gain the skills necessary for successfully negotiating
  • Apply basic negotiating concepts and lay the groundwork for negotiation
  • Identify what information to share & what information to keep to your self
  • Master basic bargaining techniques
  • Apply strategies for identifying mutual gain
  • Demonstrate how to reach a consensus and set the terms of agreement
  • Deal with personal attacks and other difficult issues
  • Apply the negotiating process to solve everyday problems
  • Negotiate on behalf of someone else
  • Become an effective negotiator and communicator
  • Influence with high impact
  • Enhance and expand your leadership authority


Who Should Attend?

Top executives, CEOs, managers, salespeople, relationship managers, contract managers, project managers, purchasing managers & all managers and those who want to learn negotiation skill.


Program Outline

Module 1: Introduction to Negotiation Skill

  • Understanding Negotiation
  • Types of negotiation
  • Skills for successful negotiation


Module 2: Preparation to Negotiate

  • The Pre-Negotiation Planning Phase
  • Are you a Motivated Negotiator?
  • Practical Models and Strategies for negotiation
  • Negotiation Basics
  • Negotiating Styles
  • Identifying the Main Traps to Effective Negotiating
  • Emotional Intelligence in the process of negotiation


Module 3: Laying the Groundwork

  • Setting the time and place
  • Establishing common ground
  • Creating a negotiation framework


Module 4: Negotiation Principle

  • Principle 1: Separate the People from the Problem
  • Principle 2: Focus on Interests, Not Positions
  • Principle 3: Invent Options for Mutual Gain
  • Principle 4: Insist on Objective Criteria


Module 5:  Effective Negotiation

  • Stages of Negotiation
  • Proposal preparation
  • Debate
  • Bargaining techniques
  • The Bargaining Zone
  • A Win-Win Approach


Module 6: Closing Negotiation

  • Common Negotiating Mistakes
  • Negotiating by Email
  • A Good Negotiator
  • A Poor Negotiator
  • Reaching a consensus
  • Building an agreement
  • Setting the terms of the agreement


Module 7: Dealing with Difficult Issues

  • Being prepared for environmental tactics
  • Dealing with personal attacks
  • Controlling your emotions
  • Deciding when it’s time to walk away


Module 8: Negotiation on Behalf of Someone Else


Program fee: USD280 (Lunch, coffee, snacks, learning materials are included. Tax is exclusive. No tax for individual participants who pay their own fee. 15% withholding tax will be grossed up to invoice for those participants registered by their companies.)

Venue: Orchidee Pasteur Restaurant (Phnom Penh)

Time: 8:00am – 5:00pm

Language of instruction: Khmer


Deadline of Enrollment
Please, submit your enrollment latest by February 1, 2018.

Fees, Payment and Cancellation
After enrollment notification, we will send you an invoice via email. Payment of the program fees is required to be made prior to the start of the program. Participants can request to make the payment after completion of the program within 15 days of the invoice date. We accept payments by bank wire transfer, company checks and cash.

Participants are required to notice us about their cancellation at least 7 days prior to the training and the fees will be fully refunded. Notice of cancellation less than 7 days will be fully charged. Notice of cancellation shall be notified via written email.

Phnom Penh Business School reserves the rights to change the program content, dates, fees, and trainers to ensure quality, effectiveness and standard preparation.